Up-selling is the process of increasing the value of an order by offering a higher-end product or a better configuration. A good example of this can be seen in electronics sales, where a higher configuration product is suggested.
For a certain price, you get a phone with a specific amount of memory, but by paying a relatively small additional fee, you can get twice the storage. When spending over 4000 PLN, is an extra 250 PLN for double the space for photos and other data a big expense? The benefit is clear and easily noticeable.
Another example of up-selling can be seen in car dealerships. The value of the shopping cart is increased by suggesting a higher trim level, which includes significantly more additional features and a more powerful engine.
Cross-selling, on the other hand, increases the cart value by adding complementary products. While viewing or adding a product to the cart, you will receive recommendations for related or complementary items. These are products that complement your purchase. A great example of this is any purchase on Amazon, where you are shown suggestions of items that pair well with what you’re currently viewing. Customers often end up adding items to their cart that they hadn’t initially planned to buy.
These two techniques—up-selling and cross-selling—gain significance during the holiday season when people are shopping online in droves. In 2020, with the unique circumstances of the pandemic, the importance of e-commerce increased dramatically, driving much more traffic to online stores. Properly leveraging this opportunity can have a huge impact on a business’s revenue. That’s why it’s crucial to be prepared to offer visitors complementary products and enhanced versions of your offerings in a way that is engaging yet not pushy. While shoppers are bombarded with banners, pop-ups, and other flashy attention-grabbers, a subtler, yet equally or even more effective approach, can be the key to success.
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